Slide 1: Investor Presentation
Investor Presentation March 2022 Collaborate with Confidence Accessible content is available upon request.
Slide 2: Disclaimer
DISCLAIMER This presentation (“Presentation”) is for informational purposes only and shall not be reproduced or distributed in whole or in part without the express written consent of AvePoint, Inc. No Reliance No representations or warranties, express or implied, are given in, or in respect of, this
Slide 3: Agenda
We are AvePoint AGENDA Today’s Challenges How We Help Market Potential How We’ll Grow The Future Financials 3 ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 4: Our Mission
OUR MISSION To enable organizations to collaborate with confidence 4 We Are AvePoint
Slide 5: AvePoint provides the most advanced platform for SaaS and data management
AvePoint provides the most advanced platform for SaaS and data management. We optimize SaaS operations and secure collaboration. 5 We Are AvePoint ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 6: AvePoint (AVPT) is Firing on All Cylinders
AvePoint (AVPT) is Firing on All Cylinders FY 2021 Financial Performance Strong ARR growth driven by differentiated offering • The most advanced platform for SaaS and data management $192M • Complete SaaS solutions for transformation, governance, and compliance Revenue • Proven track record of techn
Slide 7: Key Customers We Serve
Key Customers We Serve Communications Retail/Consumer Pharma & Health Financial Services Gov & Education High Technology US TREASURY DEPT US DEPT OF STATE 7 We Are AvePoint ©AvePoint, Inc. All rights reserved. Confidential and proprietary information of AvePoint, Inc.
Slide 8: Global IT Investments Accelerate
Global IT Investments Accelerate Of spending on application software will be for cloud Digital 66% technologies in 2025, up from 57% for 2022. 1 technology is the most malleable of company boards regard cybersecurity as a resource at the 88% business risk rather than an IT problem. 2 world’s disposa
Slide 9: AvePoint Confidence Platform
AvePoint Confidence Platform Powered by AvePoint Online Services (AOS) Secure, Scalable Architecture Intelligence 14 deployments across global data centers Robotic Process 100+ PBs of data under management Automation 9m+ cloud users Data, user & business 99.9% availability insights FedRAMP (moderate
Slide 10: Confidence Platform Industry & Role-Based Apps
BACK OFFICE Control Suite Fidelity Suite Resilience Suite for governance for transformation for data protection & compliance Confidence Platform Microsoft 365 Box Google Multi-Cloud Automation Dropbox Salesforce Slack Robotic Process Machine Automation Learning Data Orchestration Engine Insights Sel
Slide 11: Confidence Platform
• Cloud Governance Migrators • Cloud Backup Automate manual and repetitive operational Transform legacy content into modern Protect against ransomware, accidental requests - central insight over workspaces cloud SaaS platforms deletions, user error, and disasters • Cloud Management • Legacy ECM • C
Slide 12: Industry & Role-Based Apps
Google Dropbox Salesforce Slack Data Multi-Cloud Automation Orchestration Engine Insights Self Service Industry & Role-Based Apps People Process Productivity Education Case Management Optimization Learning Workflow Process ‘Self Service’ Training Examena Curricula Citizen Services Records MyHub Conf
Slide 13: Why We Win: Depth and Breadth of Platform
Why We Win: Depth and Breadth of Platform Platform approach benefits: Decrease customer & partner time to value of their Digital Migration & Workspace transformation #1 Transformation Enterprise scalability to support 100 or 100,000 customers Comprehensive #2 SaaS Management Enhances collaboration w
Slide 14: Large and Growing Addressable Market
Large and Growing 2020 Market Size | ’20 - ’24 CAGR % Addressable Market $21.6 BN | 29% CAGR Data Management Software 2.0BN 3.4BN 7.6BN $21.3 BN | 18% CAGR Content Workflow and Management Applications $9.5 BN | 23% CAGR System and Service Management Software 5.2BN $36 BN+ $7.4 BN | 33% CAGR Analytic
Slide 15: Effective Global Go-to-Market
Effective Global Go-to-Market AVPT REVENUE POTENTIAL Awareness Demand Generation Channel Investment Force Multiplier Pipeline Creation Wins (Close) Customer GTM Model Success Welcome & Onboarding Direct Sales Customer/Partner Success & Expansion Force Customer/Partner Loyalty ENTERPRISE MM SMB & Adv
Slide 16: Multiple Avenues for Growth
Multiple Avenues for Growth Further Key Industry International Expand Cloud Focus Expansion Footprint AvePoint positioned to Increase SMB Purpose-built execute on all key solutions Sell More to Footprint Microsoft, Google, growth areas globally Salesforce clouds are Existing Capture SMB expanding ra
Slide 17: Experienced and Proven Leadership Team
Experienced and Proven Leadership Team Dr. Tianyi (TJ) Jiang Xunkai (Kai) Gong Brian Brown Jim Caci Chief Executive Officer Executive Chairman Chief Legal and Compliance Chief Financial Officer Officer 20+ Years Industry Exp. 35+ Years Industry Exp. 20+ Years Industry Exp. 25+ Years Industry Exp. No
Slide 18: Overview Q4 FY21 | Business Highlights
Overview Q4 FY21 | Business Highlights Grew total ARR 34% YoY to $159.2 million. Increased dollar-based net retention rate by 3 percentage points year over year to 110%. Expanded cloud user base to 9.4 million, up 34% from 7 million as of December 31, 2020. Eclipsed 2,800 total channel partners in 2
Slide 19: Overview Q4 FY21
Overview Q4 FY21 Revenue Non-GAAP Gross Margin $60 M $53.8M $46.1M $60 M $39.6M $35.8M $0.4M Revenue $53.8M $50 M $4.8M $50 M $10.6M $0.8M Total ARR $159.2M $5.6M $0.4M $40 M $40 M $8.0M $0.8M $4.6M TTM Net Retention $13.7M 110% $2.0M $5.4M $13.4M $30 M $15.7M $30 M $1.8M GAAP Operating Loss $15.0M
Slide 20: TTM Revenue & Recurring Business
TTM Revenue & Recurring Business SaaS Revenue as % of Total Revenue 15% 24% 34% 45% Recurring Revenue as a percentage of overall Revenue revenue continues to $200 M increase ahead of initial projections. $180 M $192M $160 M Initial Recurring Revenue Mix Projection for 2021E $140 M $152M 81% $120 M $
Slide 21: Non-GAAP Operational Expenses
Non-GAAP Operational Expenses OPEX - Breakout OPEX – As % of Revenue $25 M $24.2M 70% 6.0% 19.0% 7.0% 60% $20 M 21.0% 50% $15.9M Higher S&M driven by $15 M investments in talent 40% 45.0% and brand awareness to drive future growth. $10.3M 35.0% 30% Hires distributed $10 M $9.5M across sales, custome
Slide 22: Other Highlights
Other Highlights YEAR END 2021 2020 2019 2018 Company Metrics Total ARR ($ in mil) $ 159 $ 119 $ 92 $ 73 YoY% 34% 29% 26% Accounts above $100,000 in ARR 335 247 184 136 YoY% 36% 34% 35% Average Core ARR per account ($ actual) $ 37,752 $32,872 $25,669 $20,410 YoY% 15% 28% 26% Core TTM dollar-based ne
Slide 23: Quarterly Total ARR
Quarterly Total ARR $159M $148M $139M $129M $119M $112M $104M $97M $92M $86M $79M $75M Q1 FY19 Q2 FY19 Q3 FY19 Q4 FY19 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 Q2 FY21 Q3 FY21 Q4 FY21 18% 20% 27% 29% 29% 32% 30% 29% 33% 33% 32% 34% % YoY ARR Growth 23 Financials ©AvePoint, Inc. All rights reserved. C
Slide 24: TTM Net Retention Rate
TTM Net Retention Rate +18pp Constantly innovating and expanding end-to-end data 110% management software suite driving customer loyalty and 107% stickiness 104% 103% Increasing focus on customer 92% success resulting in a reduction of down-sell and increase in up-sell / cross-sell bookings 2017 201
Slide 25: GAAP to Non-GAAP Reconciliation
GAAP to Non-GAAP Reconciliation For the Three Months Ended Dec 31, For the Twelve Months Ended Dec 31, 2021 2020 2021 2020 ($ in millions) GAAP gross profit $ 38.9 $ 35.5 $ 139.2 $ 111.2 Stock-based compensation expense 0.7 0.3 3.5 0.6 Non-GAAP gross profit $ 39.6 $ 35.8 $ 142.7 $ 111.8 Non-GAAP gro
Slide 26: Q421 Impact of Revenue Recognition Change
Q421 Impact of Revenue Recognition Change Q4 FY21 FY 2021 Revenue Excluding Revenue Excluding Recognition Rev. Rec. Recognition Rev. Rec. Actual Impact Impact Actual Impact Impact ($ in millions) Revenue $ 53.8 $ 4.4 $ 58.2 $ 191.9 $ 4.4 $ 196.3 % Growth YoY 17% 26% 27% 30% Gross Profit $ 38.9 $ 4.4
Slide 27: Q1 FY22 & FY22 Non-GAAP Guidance
Q1 FY22 & FY22 Non-GAAP Guidance Q1 FY22 FY 2022 Low High Low High Annual Recurring Revenue N/A N/A $ 212.0 $ 216.0 Total Revenue $ 48.0 $ 49.0 $ 236.0 $ 242.0 Non-GAAP EBIT $ (6.5) $ (6.0) $ (3.5) $ 1.0 Adj EBIT Margin % (13.5%) (12.2%) (1.5%) 0.4% 27 Financials ©AvePoint, Inc. All rights reserved.
Slide 28: Long-Term Targets
Long-Term Targets 2019 2020 2021 Long-Term Target Gross Margin 69% 74% 74% 75%+ S&M as % of Revenue 46% 37% 44% 30%+ R&D as % of Revenue 9% 8% 8% ~10% G&A as % of Revenue 17% 16% 18% ~10% EBIT Margin (Non-GAAP)1 (4%) 12% 3% 25%+ Source: AvePoint Management. 1) See "GAAP to Non-GAAP Reconciliation" s
Slide 29: Select Definitions
Select Definitions Total ARR AvePoint calculates annual recurring revenue (“ARR”) at the end of a particular period as the annualized sum of contractually obligated Annual Contract Value (“ACV”) from SaaS, term license and support and maintenance revenue sources, with the exception of migration prod
Slide 30: Appendix
AVEPOINT INVESTOR BRIEFING Appendix
Slide 31: Our History of Product Innovation
Our History of Product Innovation RiskIntel - Compliance AvePoint Migration Records v1 Guardian v4 Platform supports DocAve Online (GRC) MSFT (BPOS-D - Cloud Records SharePoint) Meetings - AvePoint - - Partner Portal Founded Perimeter Content Shield (AOS for Partners) - Total Revenue ($ in mm) (Firs
Slide 32: Thank You
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